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It’s Time To Get Things In Order!

As an Entrepreneur in the Staffing and Recruiting Profession, there is little or no time to get anything in order. Most of you struggle as you juggle your many responsibilities as a Producer, Manager, Owner and Entrepreneur. Obviously, any action close to the money, takes precedence over anything else. However, it is extremely important that you get things in order, to help you weather any future downturns or issues.

Review the systems, processes and paperwork of your business. The most successful Staffing and Recruiting Firms have systems in place that work. It allows them to scale and leverage the time of the owner.
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Request an Engagement Fee

The definition of an engagement fee is obtaining a portion of your fee prior to doing any work for a client. This engagement fee is non-refundable regardless of results provided. You need to place your efforts where you have the best chance of producing results. You can present the concept of an engagement fee with new clients or anyone who has given you a more than one order with no placements, even after you have presented very qualified candidates.

Some examples of the work you do for free include:

• Acquire specifications from employer
• Send copies of spec to employer for approval
• Make adjustments as a result of feedback

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Information Technology is a lucrative niche

IT is an extremely lucrative niche because the talent needed for many direct, contract and temp assignments can be difficult to identify. However, if talent was easy to find, you would not have a business. Your services are needed in this niche, which is why you will be able to generate many job orders and contracts. You need to become well known as an expert in your niche, so top talent tracks you down.

1. You can sound like an expert quickly if you do the following:
2. Write articles for targeted trade publications
3. Create a BLOG on IT topics
4. Rank high because of your SEO efforts when someone conducts a search for an IT Recruiter

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Develop Thirty Clients For Your Business

Build a client territory of 30 accounts for your business. 10 key accounts and 20 back up clients. The key accounts provide you with multiple orders and you are the preferred supplier of top talent. The 20 back-ups know you, know the services you offer, but don’t necessarily call you first or give you multiple orders.

This type of territory is recession proof. One common denominator of owners who fail is that they had less than 5 clients providing them with 75% of their business. When those clients stopped hiring, they were essentially starting from scratch.

When you represent the same clients for an extended period of time you may not be generating the highest margins or fees and they may no longer be one of the most desirable companies in your niche. In this candidate driven market, you need to represent the companies that your candidates identify as most desirable.
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Systems Are Mandatory Not Optional

• Why is Starbucks so successful? Systems
• Why is Wal‐Mart so successful? Systems
• Why is Nordstrom’s so successful? Systems
• Why is Apple so successful? Systems
• Why is Staples so successful? Systems

Do you notice a trend here? If you want to get your business to the highest level of profits possible, you need internal systems.

The mandatory implementation of systems provides the following:

• Ability to grow and hire
• Ability to open an office or offices
• Easier attainment of goals set
• Expectations are clear
• Fair and consistent work environment
• Improved morale
• Increased sale and profits
• Clear standards and core values

You must realize the value of your business dramatically increases when there are systems in place. If your exit plan is to sell your business, systems are not optional they are mandatory.
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